What Is a Business Growth Consultant?

October 28, 2013

Business growth consultants are a valuable asset to any business looking to build a solid foundation of growth for their business. By helping to train executives in growth strategies, develop processes and implement expansion plans, these professionals offer the tools to help your business improve focus and establish long-term success for your business.... read more

Five Factors that make a Winning Sales Training Consultant

October 19, 2013

Hiring a sales training consultant is one of the best decisions any company can make. If it is struggling with revenue, training might be the pivotal factor in turning things around. And if it is already doing a fair amount of business, then sales might go into the stratosphere with a properly trained sales force.... read more

The Best Sales Training Programs Compared

October 16, 2013

At Asher Strategies, we know you have choices. There are many programs out there which are useful in training salespeople, and it is often difficult to discern the differences of each at first glance.... read more

5 Simple Sales Strategies to Grow Revenue from Existing Customers

October 4, 2013

One of best ways to throw away money is to neglect existing customers.  A key part of the sales process is interacting with current customers every once in a while to ensure continued satisfaction. If you don’t, they tend to leave you for your competitors, and it takes a lot of money and effort to market to new people to replace them.... read more

How Can a $115 Sales Aptitude Assessment Save You $150,000

October 3, 2013

Regular readers of this blog might wonder why we at Asher Strategies place so much emphasis on giving each and every member of a sales team, from executives on down, a sales aptitude assessment.  After all, most of us pride ourselves on being good judges of character, and a formal interview process should give us more than enough opportunity to gauge whether a prospective employee is a good fit.... read more

5 Keys to a Successful “C-level” Sales Call

October 1, 2013

There are few things as intimidating for green salespeople as the C-level sales call. First, most give up as soon as they encounter a tough gatekeeper. Second, they might never have previously dealt with people in such high positions of authority, and can get self-conscious as soon as they see the expensive furnishings and no-nonsense demeanor many executives display.... read more

7 Reasons Sales Jobs Are Perceived Negatively by Salespeople

September 27, 2013

One of the hurdles sales managers have to overcome in recruiting salespeople is the sometimes less-than-positive image these jobs hold in the marketplace. This has improved greatly over the past few decades, but there are still some improvements to be made.... read more

How to Write a Great Sales Email

September 24, 2013

When contacting customers through email, some companies make the mistake of treating their prospects like robots, and sometimes it shows. While it is impractical to completely write a unique email for every single contact on your email list, there are still ways to grab attention and make the person on the receiving end feel that your communication is more than just another piece of spam.... read more

How to Add LinkedIn to Your Sales Process and Boost Sales

September 23, 2013

From 2012 to 2013, the number of pages that LinkedIn viewers interacted with grew by a whopping 63%. Because of the potential for more growth, and its positioning as more “serious” than other social media platforms, LinkedIn has become a prime hunting ground for business professionals in every market.... read more

5 Ways to Measure Sales Training Effectiveness

September 19, 2013

It is not hard to figure out that sales training is one of the most valuable tools for increasing productivity and making happier, more efficient employees that directly add to the bottom line. But how do you know whether the sales training chosen has actually paid off in the long run, well after the temporary “rah-rah” enthusiasm (that just about all training provides) wears off?... read more

What is a Consultative Sales Process?

September 17, 2013

Asher Strategies has taught the consultative sales process to well over 50,000 individuals in more than 1,200 firms over the last 35 years, all over the world. Our current expansion into Asia reflects our commitment to serve companies on a global scale and help them overcome today’s sales challenges.... read more

Integrating Sales Strategies and Corporate Objectives

September 16, 2013

In a perfect world, the C-suite and the sales team work together to seamlessly integrate long-term corporate objectives with the usually shorter-term sales strategies that salespeople operate off of. This is not often the case in real life, however, where rifts between the C-suite and the salespeople “in the trenches” occur frequently.... read more

How to Find the Perfect Sales Consultant

September 10, 2013

A company is only as good as its people. Finding qualified candidates for your firm, especially ones which directly impact your bottom line, such as salespeople, can be laborious. While traditional methods such as headhunting and job advertising can provide plenty of leads when searching for new sales consultants, they are generally pricey and flood your recruiting lines with a lot of people who just aren’t good fits.... read more

3 Sales Strategies to Increase Market Share

September 6, 2013

Sales is an ever-changing game where, although the fundamentals remain the same, the way these are executed is variable. If your firm is struggling to gain market share, it might be time to reevaluate your sales strategies and ensure they are up-to-date.... read more

Top 5 Reasons to Revamp Your Sales Processes

Regular readers of my blog know how much I stress individual salesperson testing and training. But all that is irrelevant if the sales processes used in the firm aren’t geared to support your people once they have been trained to sell. Here, we will explore the top 5 reasons why revamping your sales processes is important and how my firm can help you through it.... read more

4 Startling Facts Every Business Owner Should Know

August 30, 2013

Sometimes in business, we get tunnel vision in regards to what our real problems are and what solutions should be undertaken to fix them. I suspect it happens when business owners either fail to step back and look at the big picture, or when they dismiss the obvious cause of failure simply because “it cannot be that simple.”... read more

Can Shy People Become Sales Superstars?

August 28, 2013

It’s true that sales depend heavily on personal interaction. A common misconception which stems from this fact is this: only those who are naturally outspoken can make the big bucks in sales. However, the truth is that there are many different types of sales, and therefore different personality types can succeed as salespeople as long as they are placed in the right roles.... read more

Top Five Sales Technology Innovations for Your Business

August 25, 2013

In a climate rife with economic pitfalls and stiff competition, it has become more essential than ever that business owners not only seek out employees with experience under the belt, but also search for cheaper and faster means of training them when necessary, while simultaneously better leveraging customer data to unearth more opportunities. This has led to several new technologies, and even older ones, being innovated and adapted to suit the needs of those companies struggling to drive sales.... read more

3 Unusual Sales Techniques to Get Out of a Rut

August 17, 2013

Every single salesperson finds himself in a rut at some point in his or her career. For some, it might even be several times per year. This can be a period of deep despair, where nothing seems to “click” and even deals that seemed like “sure things” fall apart. In a vicious cycle, each defeat leads to a worse attitude, which makes sales even harder to get.... read more

BYOD and the Sales Team: Risks and Benefits

August 9, 2013

BYOD, which stands for Bring Your Own Device, is no longer a “maybe” proposition. Workers nationwide are using their own preferred mobile devices for work, even if this makes IT managers grit their teeth due to the lack of control and extra security risks inherent in such a practice. Sales managers, executives, and even company wide sales training should take this trend into consideration, as it has ramifications, both good and bad.... read more

Easy Tips for Designing a Top Sales Training Program for Your Company

If you are reading this, you are likely trying to put together some kind of solution to your firm’s corporate sales training issues. With so many options, it can be tough to know where to start, so consider this a short primer on the important facets to keep in mind when designing a top sales training program for your sales force.... read more

Sales Aptitude Testing for Beginners

July 31, 2013

Sales aptitude testing is an indispensable part of sales improvement. According to Craft Systems, 50 percent of outside salespeople’s results are attributable to their natural talent for the job. This is a sobering statistic for sales trainers like myself, but the good news is that it allows us to build better teams through testing and identifying the roles employees are best suited for.... read more

Neuro-linguistic Programming Sales Tips 2013

July 26, 2013

Neuro-linguistic programming is a somewhat controversial branch of psychology that studies how language and neurological processes influence behavior. Its adherents state that NLP can be used to effectively persuade others.... read more

3 Tips for Increasing Referrals in 2013

July 18, 2013

Salespeople obviously do better with warm leads, those which are already familiar with a product or service and which might already have an interest in buying. One of the best, most cost-effective methods for obtaining warm leads is through referral marketing.... read more

Why Startup Companies Need Formal Sales Processes

July 16, 2013

The notion of using formal sales processes might seem counterintuitive to a small, scrappy startup or to a maverick company that “marches to the beat of a different drummer.” In fact, it might seem to be restrictive or overly bureaucratic — the exact opposite of the way in which most young, free-spirited companies operate.... read more

Understanding Personality Types in the Workplace: Part 4, “The Supporter”

July 8, 2013

We have reached the final installment of our four-part series on understanding different personality types in the workplace. I hope this series of blog posts has been informative. Although there is always a danger in oversimplifying complex human behavior into just a few categories, I trust these posts have provided some basic tools for identifying and selling to various types of people.... read more

Understanding Personality Types in the Workplace: Part 3, “The Thinker”

July 5, 2013

We continue our four-part series on personality types in the workplace with the third category: The Thinker. As the name implies, this type of buyer tends to over analyze everything and therefore requires an extra dose of patience, especially if you are a type-A personality trying to get them to make a quick decision.... read more

Determining the Closing Point: Learn to Recognize the Buyer’s Shift

June 15, 2013

You have arrived to your sales appointment on time. You are well-groomed and have prepared a solid, gee-whiz presentation on your iPad. After building rapport, you have listened earnestly to the buyer’s responses to your smooth, guiding questions instead of talking the prospect to death. Things are going great — until you try your close.... read more

Watch for Non-Verbal Cues to Help Close the Sale

June 11, 2013

Much has been written about the best things to say to close sales. Plenty of that advice is solid and works just fine, so I recommend that salespeople study as much as possible in order to learn new techniques for improving their results.... read more

3 Questions to Ask When Choosing a CRM Software Solution Provider

June 5, 2013

One of the most important tools for a company seeking to become customer-focused, instead of product-focused, is customer relationship management (CRM) software. For many businesses, CRM software is their central platform for customer data, marketing campaigns, customer service notes, sales forecasting, and pipeline management — forming the core of all sales activities.... read more

Solution Selling: Beyond the Buzzword

June 1, 2013

Sales trainers love buzzwords. From the ubiquitous “trusted advisor,” to the (thankfully) retired “interfacing,” to the relatively new “challenger sales” and “insight sales,” it seems that there is always some new term that pops up that promises to revolutionize sales and wash the slate clean of the old methods.... read more

Are You Hiring Salespeople That Will Never Make It?

May 24, 2013

As I mention often when training and consulting, the idea that anyone can sell professionally is nonsense, just like the idea that anyone can play the cello or basketball professionally. While skills can be taught that improve performance somewhat — even in those with little natural sales aptitude — there should be some inherent talent present in order to really get anywhere.... read more

Three Powerful Closing Approaches for B2B Sales

May 22, 2013

The “close” is the moment of truth in sales: the time to test whether all of the massive amount of work and dollars spent in marketing, networking, developing coaches, making presentations, and strategizing to make the sale have been worth it. Done right and salespeople make money. Done poorly, and it means they go back to the home office empty-handed.... read more

3 Quick Tips for Prospecting Without Cold Calling

May 17, 2013

Cold calling has always been a pain point for sales people, due to the high rejection rate and the sheer amount of work involved in order to get just one viable lead. So, it is fair to say the practice faces some resistance. This is why salespeople who do cold-call dedicatedly can do so well — most salespeople are unwilling to do it long enough to get results, so cold callers have little competition.... read more

Put the Right People in the Right Sales Roles for Greater Success

May 13, 2013

Regular readers of this blog, as well as Asher Strategies’ clients, know that we take career assessment aptitude testing quite seriously. While training has a lot to do with sales success, it is nearly impossible to train someone who has little natural talent for the role they are in. They might make some improvement, but they will underperform and would probably be happier in another position.... read more

Top Sales Tips for New B2B Salespeople

May 11, 2013

For salespeople coming from the B2C (business-to-consumer) world, B2B (business-to-business) sales requires adjusting and adopting a slightly different skill set. The high dollar values involved usually make the extra work worth it, but also makes B2B sales even more competitive than B2C sales.... read more

How to Leverage Social Media in B2B Sales

May 8, 2013

Social media selling might seem obvious for business-to-consumer sales. After all, all you have to do is offer a discount coupon or conduct a fun contest to guarantee interaction, which if handled correctly, can lead to greater sales.... read more

The Power of Personalized Sales Coaching

May 6, 2013

When deciding what to look for in sales training companies, make sure that one of the offerings is private coaching.  In the sales training hierarchy, individual coaching tends to be the least utilized methodology due to its perceived cost and time commitment.... read more

The Best Way to More Sales is…

April 29, 2013

If there is one common dominator in sales success; one approach which is so foolproof that is should be etched in marble monuments and made the first thing anyone learns before even thinking about becoming a professional salesperson, it is the sentence below. Are you ready to learn THE BIG SECRET, the one which top sales training companies should be teaching if they aren’t already?... read more

Amplify Your Contacts to Get More Sales

April 26, 2013

How would you like to make more money — right now? Of course you would. Most salespeople dream of getting more sales and bigger commission checks. But I bet you one thing: most of them are simply not contacting enough people to make this happen. Or, they are not contacting the prospects they do have enough times.... read more

Tips for Selling to International Buyers

April 23, 2013

With an increasingly global marketplace, salespeople encounter international buyers on a regular basis. While this presents an excellent opportunity to expand territory and sales, it also comes with the possibility of miscommunication or even offending those you try to do business with if their culture is not understood.... read more